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We hear everything that is said to us, but we listen to very little of it.

In the brief, Four Ways to Be a Better Listener, we explain why listening is not a skill we are born with and how becoming a good listener strengthens customer relationships.

In this brief, we show:


  • “Mirroring” leads to more successful selling outcomes, according to recent research
  • Using reflection questions encourages the speaker to offer more detail
  • Pacing the conversation demonstrates the listener’s attentiveness
  • Periodically confirming the speaker’s thoughts reveals critical information

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